Prospect Identification and Strategy Manager

Applications must be submitted through the Spelman Careers Web Site:

https://spelman.peopleadmin.com/postings/8697

POSITION SUMMARY

The Prospect Identification and Strategy Manager reports directly to the Director of Advancement Services, and is responsible for identifying and researching prospects, and developing strategies for major gift cultivation and solicitation. The position will play a key role in all data mining, data modeling and research projects, as well as the development of strategy for the College’s fundraising initiatives including capital campaigns.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Prospect Identification

· Conducts In-depth analyses of the Institutional Advancement database through data mining, predictive analytics, and data modeling tools to discover major gift prospects for the Leadership Giving and Planned Giving Officers.

· Recommends prospect assignments for development officers and qualifies the portfolios of development officers as well as the Campus leadership.

· Identifies high net-worth and ultra-high net-worth prospects with a demonstrable propensity to make a gift to the College using various research and analytics methods, and resources available to the Research staff.

· Develops and implements predictive models for identifying new prospects for the College’s fundraising efforts.

· Works with other Prospect Research team members to validate results and track success of proactive identification efforts.

· Develops a prospect scoring system through data modeling and research of engagement, giving, and external data.

Prospect Research

· Performs a comprehensive review of all research products/output prior to dissemination checking for thoroughness and accuracy.

· Produces high-level prospect research profiles/reports, using resources such as real estate records, SEC filings, philanthropic giving reports, FEC filings, and foundation tax returns.

· Identifies and qualifies new, cold prospects for frontline fundraisers. Identifies new prospects for philanthropic needs of the College with special focus on prospects with a capacity to make seven-figure or larger gifts.

· Uses data-mining, predictive modeling, and implementation of dynamic queries to design and conduct proactive screening projects to identify potential new donors to the College.

· Organizes and conducts research on individuals, corporations, and foundations identified as potential donors through the development prospect review process. Conducts advanced-level financial and biographical research on major gift prospects including investigating, analyzing and synthesizing pertinent information into concise reports.

· Analyzes, interprets, and summarizes complex financial disclosure documents for purposes of wealth assessment.

· Tracks the on-going financial status of major gift prospects as it relates to their giving potential. Develops and implements proactive strategies for discovering new sources of funding.

· Keeps abreast of current events, philanthropic trends, and the College’s fundraising objectives. Recommend new research and database products and services to enhance the effectiveness and

efficiency of the research area. Develop and recommend methods and policies that contribute to improved prospect research and management.

· Ensures a steady stream of new prospects and oversees the movement of identified prospects through the various stages leading to solicitation.

· Trains fundraising staff and campus leadership, as appropriate, in the use of research databases and the prospect management system.

· Oversees wealth screening processes and segments and prioritizes screening results for segmentation. Evaluates and validates screening results.

Prospect Strategy Development

· Assists Leadership Gift Officers and other front-line fundraising staff of the College in prospect strategy development and documentation.

· Identifies creative and strategic methods to help development officers engage prospects.

· Assists and advises the Institutional Advancement staff regarding special research needs and educate staff on the use of prospect research and its potential applications.

· Reviews contact reports of each development officer for updates to prospect plans and strategies. Updates the constituent relationship management system with information from contact reports and meetings with the development officers (examples: prospect plans, ratings, assignments).

REQUIRED QUALIFICATIONS

Bachelor’s degree and five years of directly related management information systems, fundraising research experience, or an equivalent combination of education and experience required. Supervisory experience a plus.

Demonstrable knowledge of data mining, data modeling, and predictive analytics, in addition to prior experience of prospect identification, prospect research, and donor strategy development is required. Must be capable of conducting advanced-level financial and biographical research on major gift prospects including investigating, analyzing, and synthesizing pertinent information into concise reports. Must be detail orientated and capable of handling multiple projects simultaneously.

This position requires strong customer service focus and time management skills. Professional demeanor with the ability to interface with internal and external customers with diplomacy and tact is essential. Excellent written and oral communication skills. Must be able to collect, analyze, and interpret prospect information and recommend strategies for solicitation. Ability to read, analyze, and interpret financial disclosures, general business periodicals and correspondence, and general business correspondence.

Excellent oral communication skills are required when presenting information and responding to questions from students, parents, employees and the general public in one-on-one or group situations. Incumbent must be able to write business correspondence and procedure manuals plus compose memos, letters, and e-mails. Also, must be able to read, analyze, and interpret documents such as technical journals, legal regulations related to donations, and safety rules.

To perform this job successfully, an individual must have the ability to perform advanced skills using Microsoft Office Suite (Word, Excel, and PowerPoint). In addition to producing correspondence, memos, and e-mails duties may involve assignments that require creating brochures, spreadsheets including formulas, tables, PowerPoint presentations, computer-generated graphics/reports, and the use of Banner Financial Module and Internet navigation. Functionality with CST Banner and Microsoft Access is required. Must have experience using fundraising database and research tools.